Tài liệu chuẩn đại học Jean Moulyn lyon 3 Pháp Weber study of bureaucracy : > An early attempts to apply the scientific method to the study of work and efficiency. Central idea : there is an ideal way to efficiently organize work in all organizations and to manage people at work
Animation of Commercial Teams THUONGMAI UNIVERSITY Hanoi Licence Professionnelle en Vente Catherine Glée-Vermande http://iae.univ-lyon3.fr Course outline http://iae.univ-lyon3.fr What means managing a commercial team ? Basic nature of management : Is the management of a commercial team really different from the management of another team? History : Bureaucracy Model and Scientific management Human Relations Model Recent trends and new deals Understanding People at Work to increase your efficiency as a manager : Perception and Attribution Personality and Emotion Self awareness From Managing to Leading a Commercial Team > Motivation > Leadership , Power and Authority > Groups dynamic and Communication > Managing change http://iae.univ-lyon3.fr 1.What means managing a commercial team ? History : Through the ages : different perspectives and models http://iae.univ-lyon3.fr The bureaucracy model ! http://iae.univ-lyon3.fr http://iae.univ-lyon3.fr The bureaucratic model of management Max Weber : a German sociologist who first modelized a form of organizational structure known as bureaucracy Bureaucracy : an organizational design developed by Max Weber that attempts to make organizations operate efficiently by having a clear hierarchy of authority in which people are required to perform well-defined jobs … According to Max Weber : the ideal organizational form ! http://iae.univ-lyon3.fr Nature of Bureaucracy Characteristic Description Formal rules & regulations Written guidelines are used to control all employees’ behaviors Interpersonal treatment Favoritism is to be avoided, and all work relationships are to be based on objective standards All duties are divided into specialized tasks and are performed by individuals with the appropriate skills Division of labor http://iae.univ-lyon3.fr Nature of Bureaucracy Characteristic Description Hierarchical structure Positions are ranked by authority level in clear fashion Authority structure Decision making is determined by one’s position in the hierarchy; higher ranking people have authority over those in lower-ranking positions Lifelong career Employment is viewed as a lifelong obligation on commitment the part of the organization and employees Rationality The organization is committed to achieving its ends (profit) in the most efficient manner possible http://iae.univ-lyon3.fr Reflection : Managing a commercial team in a bureaucratic organizations : > Do you have examples? > What you think ? • Difficulties? • Opportunities? http://iae.univ-lyon3.fr Illustration :IBM in the 70’ http://iae.univ-lyon3.fr And what about sales people ? Can they be treated as “cash machines” ? > Your ideas and comments… Scientific Management : French approach The French mindset : > Henri Fayol : a French industrialist who pioneered various ideas about how organizations should be structured Main ideas embedded in the French culture : > Division of labor : the practice of dividing work into specialized tasks that enable people to specialize in way they best (an analytic perspective/influence of Descartes, the French philosopher – 15961650) > Strong hierarchical principles : in any organization it always should be clear to whom each worker is responsible : which managers have authority over them (an elitist society – the weight of the diploma, of the status….)